Business Communication for Career

Readiness
The Art of Negotiation
Module 2

with Sue Robins, M.S.

Bottom Line Strategy
Advantages
 Bottom Line Strategy
Advantages
• Worst case scenario
 Bottom Line Strategy
Advantages
• Worst case scenario
• Price point established
 Bottom Line Strategy
Advantages
• Worst case scenario
• Price point established
• Empowers negotiator with boundaries
 Bottom Line Strategy
Advantages
• Worst case scenario
• Price point established
• Empowers negotiator with boundaries
• Controls temptation to end too early
 Bottom Line Strategy
Advantages
• Worst case scenario
• Price point established
• Empowers negotiator with boundaries
• Controls temptation to end too early
• Easier to resist pressure and temptation
 Bottom Line Strategy
Advantages
• Worst case scenario
• Price point established
• Empowers negotiator with boundaries
• Controls temptation to end too early
• Easier to resist pressure and temptation
• Helps with multiple parties
Bottom Line Disadvantages
 Bottom Line Disadvantages

• Keeps focus on price

 Bottom Line Disadvantages

• Keeps focus on price

• Limits creativity
 Bottom Line Disadvantages

• Keeps focus on price

• Limits creativity
• Numbers can be arbitrary or too high
Alternative to Bottom Line
Strategies

BATNA
 Alternative to Bottom Line
Strategies

BATNA
Best Alternative To a Negotiated Agreement
Time in Negotiation
 Time in Negotiation
• Period between end of selling and a
deadline
 Time in Negotiation
• Period between end of selling and a
deadline
• Timeframe is much longer
 Time in Negotiation
• Period between end of selling and a
deadline
• Timeframe is much longer
• Timing is very important
Information
 Information
Collect information to increase power about:
• Counterpart
 Information
Collect information to increase power about:
• Counterpart
• An organization
 Information
Collect information to increase power about:
• Counterpart
• An organization
• Market conditions
 Information
Collect information to increase power about:
• Counterpart
• An organization
• Market conditions
• Organizations place in market
 Information
Collect information to increase power about:
• Counterpart
• An organization
• Market conditions
• Organizations place in market
• Organizations suppliers
 Information
Collect information to increase power about:
• Counterpart
• An organization
• Market conditions
• Organization’s place in market
• Organization’s suppliers
• Be a subject matter expert
Location of Negotiation
 Location of Negotiation
• Location can be VERY important
 Location of Negotiation
• Location can be VERY important
• Don’t be a victim of a hostile location
 Location of Negotiation
• Location can be VERY important
• Don’t be a victim of a hostile location
• Sit next to counterpart for equality & trust